I'm reading through the transcript of PTC's quarterly conference call, and came across some gems, in which you start to doubt your own veracity (as David Bromberg once put it).
(Note: Unfortunately for Dassault, PTC now rarely speaks of "domino accounts"; instead, the new key phrase is "pipeline build.")
I won't name the guilty, just lean back and enjoy it:
Looking at Vertical Data
Let me see if I have the vertical data here in front of me. I didn't-- when I look at it previously, I didn't notice any substantial trends on a vertical basis. No, I'm sorry. I'll look for this and comment on it. Well, here we go. I got it.What the Pipeline Tells Us
I mean, there is not a substantial trend. There's some big numbers in verticals that are small. So the law of small numbers. But I think in general, pretty much steady as she goes across most of our main verticals.
So if we back up to 50,000 feet, look at North America, year-to-date, total revenue we're up double-digits. Year-to-date, license revenue we're down mid single digits.Domino Accounts are so Last Year
I think what the pipeline is telling us and sort of what my gut was maybe telling me was that we have a quarterization problem with a big hockey stick in Q4 and we see that in the pipeline.
So we had perhaps a relatively weaker pipeline of opportunity in Q2 and Q3 and a relatively overweight, stronger pipeline of opportunity in Q4. So what we want to do here in Q4, let's go just execute on our pipeline.
Q: I think you talked about pipeline build. Is there a an ongoing strategy to fill the top of the funnel and do a little bit better job in terms of the managing and the timing of it?
A: I think we've shared with many of you that a key strategy is we need to go direct a lot of this capacity together with marketing into building pipeline of base business of sort of deals under 1 million, including in the mid-market, so that we get a more robust pipeline and the big deals move toward being gravy rather than potatoes.
DIGITAL JUICE
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